Negotiation
Why It's a Mistake to Offer to Split the Difference
In this country, we have a tremendous sense of fair play. Our sense of fair play dictates to us that if both sides give equally, then that's fair. If Fred puts his home up for sale at $200,000, Susan makes an offer at $190,000, and both Fred and Susan are eager to compromise, both of them tend to be thinking, "If we settled at $195,000 that would be fair, because we both gave equally. Read more →Win-Win Negotiation
Negotiation is not a process by which you try to destroy the other party. Rather, it is a process by which you reach a certain result. Good negotiation occurs when all parties are truthful, and they connect and interact successfully with each other. Read more →Win-Win Power Negotiating
Let?s talk about win-win negotiating. Instead of trying to dominate the other person and trick him into doing things he wouldn?t normally do, I believe that you should work with the other person to work out your problems and develop a solution with which both of you can win. Read more →Win/Win! - The Art of Negotiating Conflicts
Win/win is an attitude, not an outcome. - Don BoydAs long as there is life, there will always be conflicts to resolve. This truth is both universal and infinite! Read more →Winning Arguments
Plato stated that every message should have a structure like an animal (head, body and feet), so too must our arguments follow an understandable pattern. Read more →Writing an RFP (Request for Proposal)
A while back, a potential client provided me with some general details of the writing work he wanted me to do for his company. Then he asked me to send him a proposal. Read more →Writing Business Proposals: Don't Fall into the Trap!
In business, there is a question that no sane person wants to hear: ?Could you write me a proposal??Proposals are traps, ways to build up and break down dreams. Read more →Yes, Let's Make A Deal!
I received an inquiry the other day from an organization that?s inviting me to speak before its staff.Small problem: they can?t pay me my standard fee. Read more →You Can't Play Win-Win With A Bully Until
When being polite and understanding gets you nowhere, you may be trying to cooperate with a bully. It simply won't work. You must start by giving him a reason to listen to you. Read more →You Don't Get What You Deserve, You Get What You Negotiate
Easier said than done. Negotiating is complicated. No one style is effective in every situation and it's important to stay focused on your objectives and remain flexible in finding ways to achieve them. Read more →Aphorism
You should invest in a business that even a fool can run, because someday a fool will.
Warren Buffett